Page 80 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

SELL YOURSELF IN ANY INTERVIEW

either with an audio or video recorder. Obviously, a video
recording will give you more information on your non-
verbal communication skills. Play back the tape, and rate
yourself again on the “Listening Habits Rating Scale” in
Exhibit 3-1.
This can be an eye-opening experience, revealing behav-
iors that you never knew about yourself.

❏ Do you encourage others to continue their thoughts?

❏ Do you reflect back what you have heard or ask for
clarification?

❏ Do you control your distracting habits?

❏ Do you speak too loudly or softly?

Put yourself in the interviewer’s shoes and think about how
you would feel if you were listening to you.
I hope that you have developed a lust for listening, rec-
ognizing the significance of this important communication
skill. Let’s review what you have learned in this chapter.
We all have a need to be heard. From infancy, we instinc-
tively cry out to be heard, but listening is a learned behavior.
When you learn to listen, you give the interviewer the oppor-
tunity to express himself or herself, meeting his or her need
to be heard. You also discover what is important to the inter-
viewer (remember, the same things mean different things
to different people), allowing you to make your responses
beneficial to him or her.
1. You can use information that you have learned from the
interviewer and turn your features into benefits that are
meaningful to him or her.

2. You will become more confident during the interview
because you will feel more in control—because you will

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